NA A&PS Business Development Lead

Na A&Ps Business Development Lead

Responsible for driving business growth by developing new business or new ways to grow revenue of existing business. Leads the Deal Pursuit team in preparing and communicating the customer business case / proposal for emerging markets, existing markets, and specific deals. Guides Pursuit & account teams through opportunity creation and pursuit strategic planning, qualifying mega deals, and developing and substantiating the services value proposition. Leads the development of innovative principles and ideas, and provides the business value selling expertise for specific solutions. Devises and executes a growth plan that meets business goals for a given geographic and / or service business area; including accountability for achieving revenue & order targets. Builds high-quality funnels that generate customer demand in partnership with marketing & sales.

Leverages market research to intelligently focus pursuit time, resources and effort on winnable opportunities.

Rigorously qualifies large opportunities for active pursuit based on the probability of success and the intelligent allocation of the company's resources.

Develops client relationships and interest over the span of lengthy large deal cycles and continually builds & reinforces client's perception of the company as a credible partner through active persuasion and education.

Consultatively & proactively positions the company early in deals to influence client strategy and shape deal (RFP) requirements towards the company's strengths. Move towards Sole Source.

Develops and champions the business justification for the company services to ensure a successful engagement based on critical case review.

Actively educates & engages with others (EAMs, CBMs, Account team, Engagement Managers, Solution Architects, etc.) on the company business solutions, deal requirements & challenges to facilitate effective RFP / RFI responses, successful closes and client satisfaction.

Crafts pursuit strategies that masterfully guide account team pursuit activities across often lengthy sales cycles.

Leads and manages a virtual team across the geographic area to drive the business development activities and report on a regular basis the progress on growth.

Acts as lead for coaching / mentoring.

Typically 10+ years of experience in Business Development and 3+ years in developing new business opportunities with clients in services industry, preferably with the CxO level.

Advanced Opportunity Prospecting.

Market research & analysis.

Pursuit strategy planning / building.

Client executive engagement & interest generation.

Sales and Opportunity Building.

Qualification & development of new opportunities - large deal.

Due diligence skills, positioning and deal-shaping.

Deal Advancement.

Business case development.

Consultative sales support.

Custom Services Education.

Client awareness creation, large Account Team influencing and enlistment.

Ensure we have the company solution and Industry alignment.

Capabilities of the company's partners (range and type).

Consultative selling (analysis, solution selling, relationship building).

The company sales knowledge.

Strong leadership skills.

C-level partnering, resource optimization, prioritizing.

Solution Skills such as vertical industry core concepts, processes, trends, and pressures.

Sales Skills such as negotiating, proposal development, and account planning.

Financially savvy to meet financial targets.

Advanced knowledge of company service product, particular vertical industry, particular service business area, or solution specialty

Knowledge & awareness of total company portfolio at value add level.

Strategic thinking / planning.

Creates the value proposition.

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have whether you want to become a knowledge expert in your field or apply your skills to another division.

Unconditional Inclusion

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.